国际商务函电实务4寻找潜在客户推销产品

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1、单击此处编辑母版标题样式单击此处编辑母版副标题样式11国际商务函电实务InternationalBusinessCorrespondencePracticePartTwoBusinessCorrespondenceWritingPractice第二部商务函电写作实务Page2国际商务函电实务Project2Page3SearchingforPotentialClientsandPromotingSales国际商务函电实务LeadIn（导入）Toreachthegoaloftheproject,thefollowingknowledgeandtalentsarerequired:

2、·Agoodawarenessofthetargetmarket,suchasmajorlinesofthepotentialclients,theirpositionandnatureinthetrade,andsoon.·Agoodawarenessofyourselves,suchasthemarketintentionofyourcompany,theadvantagesofyourproductstopromote,themarket,etc.·Someknowledgeandtalentsofmarketingandconsumerpsychology.·GoodEng

3、lishinexpressionandgrammar.Itisasalesperson’sjobtopromotethesalesofhis/herproducts.Indoingso,asalespersonshoulddoSTPmarketingfirst,i.e.,segmentingmarket,targetingmarketandpositioningmarket.Afterthat,he/sheneedsearchforprospectivecustomersinthetargetmarket.Page4Project2SearchingforPotentialCli

4、entsandPromotingSalesAimsandDemands（学习目标）·Toknowandmasterthewaystosearchforprospectivecustomersinthetargetmarket·ToknowandmastertheskillstopromoteproductsinthemarketPersonalqualitySkillsKnowledge·TobeabletofindoutpotentialcustomersinthetargetmarketontheInternet·Tobeabletowritelettersofsalespro

5、motionwithAIDA(Attention,Interest,DesireandAction)principle·Totraintolearnthinkingandfindingoutrulesforreachingthegoaloftheproject;·Totraintolearnhowtocommunicateandcooperatewithyourcompanionsorco-workers.Page5Project2SearchingforPotentialClientsandPromotingSalesPage6DifficultiesandFocuses（难

6、点和重点）TobeabletofindoutpotentialcustomersinthetargetmarketontheInternet;TotraintolearnthinkingandfindingoutrulesforreachingthegoaloftheprojectTowritethelettersofsalespromotionpersuasivelyandefficientlywithcorrectstrategiesTotraintolearnhowtocommunicateandcooperatewithyourcompanionsorco-workersP

7、roject2SearchingforPotentialClientsandPromotingSalesCaseStudy（案例学习）Page7Therearetwocasesorsituationsinvolvingopeninguptargetmarkets.OneistosearchforaprospectiveclientinthetargetmarketontheInternet,theotheroneistowritealetterofsalesprom